Higher Education - Expansion, Sales Representative

Pearson Overview

Learning is one of the world’s most powerful forces for change. As the world’s largest learning company, Pearson has been contributing to a profound impact on our world since its formation in 1844. Pearson employs more than 20,000, operates in 70 countries, and delivers products and services in nearly 200 countries. Each one is furthering a common purpose: to help people achieve their highest potential through learning. Towards this goal, Pearson provides a diverse global community with high quality digital content, learning experiences, assessments, and qualifications to build skills and proactively impact our evolving world. Pearson works with globally recognized educational institutions, employers, and governments, deploying its expertise across a broad range of subject matter and age groups.

Tens of millions of people rely on Pearson for learning throughout their lives. Pearson’s knowledge and experience help create the best content delivered in the most appropriate way for the best learner outcomes - whether digitally to help children read or online courses to upskill career-driven professionals. With advances in technology and changes in consumer habits, Pearson helps people reach their goals regardless of their location and preferred learning modality. From carefully designed online resources and rich content, to full course and curriculum support – Pearson’s products address the entirety of a person’s learning starting with formal education to the workplace and beyond.

While formal education comprises 75 percent of the learning market, projections indicate over one billion more learners will progress through formal education by 2030 owing to a growing global middle class, longer careers and increasing consumer demand for lifelong and non-academic learning, particularly for reskilling and upskilling. To meet the needs of today’s learners, Pearson is split into five business divisions; each with its own focus and expertise, all supported by the Direct-to-Consumer group.

Diversity, Equity & Inclusion

At Pearson, we’re committed to a world that is always learning and to our talented team who makes it all possible. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us too always be better.

We believe that wherever learning flourishes so do people. We value diversity, equity, and inclusion. We value the power of an inclusive culture and a strong sense of belonging. We seek to infuse diversity and inclusion in everything we do while promoting a culture where differences are embraced as strengths; opportunities are equal and accessible; consideration and respect are the norm; and all team members are supported in reaching their full potential.

Through our talent, we believe that diversity and inclusion make us a more innovative and vibrant place to work. People are at the centre, and we are committed to a sustainable environment and workplace where talent can learn, grow, and thrive.

To learn more about Pearson’s commitment to a diverse and inclusive workforce please visit https://www.pearson.com/careers/diversity-and-inclusion.html

Role Description

Pearson’s sales teams are organized by region and discipline groupings. We are seeking collaborative Expansion Sales Representatives (ESR) that demonstrate positive energy, initiative and seek to be on the front lines of driving and supporting teaching and learning innovation, and helping institutions meet the necessary educational outcomes of access, achievement and affordability to increase student success.

Each ESR is responsible for growing sales by expanding the reach of Pearson’s portfolio of digital, print and service solutions through new [or greenfield] department and faculty relationships. ESRs work collaboratively with field sales with a specific focus on growing Pearson relationships and sales in greenfield accounts. To be successful in this role, you must possess a need for achievement, have demonstrated success in exceeding goals, be comfortable with digital media, and have a passion for education.

This is a remote/home-based position with approximately 65% travel including to local college campuses and national meetings. Relocation package not available for this position.

Each ESR reports into a District Sales Manager and will:

• Strategically partner to consistently call on>15 faculty per day employing effective consultative sales techniques (including pre-call planning, productive questioning strategies, effective matching and closing) that lead to winning the business.
• Demonstrate excellent organizational and follow up abilities.
• Maintain accurate and timely tracking and forecasting in OneCRM (salesforce.com).
• Strategically plan at both the territory and adoption level.
• Deliver effective technology sales presentations to faculty.
• Work collaboratively with field reps, customer success, subject matter experts, and operations to ensure the highest levels of faculty satisfaction are delivered and maintained.
• Develop relationships throughout territory ecosystem to spread awareness and create additional opportunities for organic growth.
• Implement company initiatives within the sales territory.
• Maintain up-to-date knowledge of Pearson products, platforms and capabilities.
• Stay abreast of issues impacting the educational industry and factors influencing the market environment.
• Demonstrate collaboration by sharing successful tactics across the district, region and nationally.
• Demonstrate a commitment to lifelong teaching and learning while supporting diversity, equity, and inclusion.

Accountabilities

• Achieving or exceeding territory sales targets by selling course-based solutions to faculty to gain market share
• Accelerating the shift to subscription-based materials to help address affordability and access issues for students
• Collaborating with various specialists and account executives to implement effective program-wide or institution-wide solutions
• Conducting effective back-to-school campaigns that drive student purchase
• Working with bookstores to drive sell-through.
• Tracking and forecasting in OneCRM.
• Support Diversity, Equity and Inclusion (DEI) initiatives

Capabilities

• Determination and desire to achieve results
• Optimism and positive energy
• Initiative-taking; self-directed
• Consistent track record for excelling in a fast-paced business environment
• Enthusiasm for the process of needs investigation, problem solving and meeting customer educational needs
• Strong written, oral, and presentational communication skills
• Resilience and the ability to overcome challenges to achieve outcomes
• Highly organized with ability to prioritize tasks and meet deadlines
• Collaboration skills while working towards a common goal
• Analytical skills and the ability to prioritize based on data and to manage tracking to goal
• Adapts quickly and leads others through change
• Strong aptitude for learning new technologies and skills

Qualifications

• A Bachelor's degree or an equivalent combination of education and successful work experience.
• Demonstrated exceptional sales performance in the higher education or related industry.
• Demonstrated proficiency with Office tools, mobile technologies, and business systems.

Pearson provides a flexible work environment for its employees. We believe that the ability to work from anywhere, anytime in work/life balance is a critical part of our culture and employee satisfaction. In exchange, we require that employees have the appropriate means to work remotely, including adherence to our work at home policies regarding home office setup, including but not limited to privacy of records, technology standards, equipment standards and expectations.

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply. \

Learning is the most powerful force for change in the world. More than 20,000 Pearson employees deliver our products and services in nearly 200 countries, all working towards a common purpose – to help everyone achieve their potential through learning. We do that by providing high quality, digital content and learning experiences, as well as assessments and qualifications that help people build their skills and grow with the world around them. We are the world’s leading learning company. Learn more at pearsonplc.com.

Pearson believes that wherever learning flourishes, so do people. We are committed to being an anti-racist company in everything we do. We value the power of an inclusive culture and a strong sense of belonging. We promote a culture where differences are embraced, opportunities are accessible, consideration and respect are the norm, and all individuals are supported in reaching their full potential. Through our talent, we believe that diversity, equity, and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to a sustainable environment and workplace where talent can learn, grow, and thrive.

To learn more about Pearson’s commitment to a diverse and inclusive workforce, please click here: http://www.pearson.com/careers/diversity-and-inclusion.html

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. All employment is decided based on qualifications, merit, and business need. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status, or any other group protected by law.

Job: SALES

Organization: Higher Education

Schedule: FULL\_TIME

Req ID: 8509